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Below is the stream related to your search. In the left-hand column are the references in the Research Portal that are in your search item. In the right-hand column are the citations that have referenced your search item. You can continue following this stream by clicking the “View stream” button on one of the Reference or Citation entries.

References (1 in Portal)
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Peer mentoring in the industrial sales force: An exploratory investigation of men and women in developmental relationships

LM Fine, EB Pullins Journal of Personal Selling \& Sales Management 1998

Peer mentoring relationships are common in sales organizations, but there have been few systematic investigations of the nature of these relationships in the sales domain. Additionally, the literature from other fields is mixed on whether men and women fare differently in mentoring relationships. We investigate the nature of mentoring in ...

Cites in Google Scholar: 74
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The role of mentoring on outcome based sales performance: A qualitative study from the insurance industry

M Rollins, B Rutherford, D Nickell International Journal of Evidence Based Coaching and Mentori... 2014

This study explores informal mentoring on outcome-based salesperson performance. Mentoring is believed to play an important role within corporations, yet little empirical evidence exists on its impact on salesperson performance. The authors interviewed salespeople of an international insurance company regarding mentoring and sales per...

Cites in Google Scholar: 29
Citations (3 in Portal)
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School-based mentors’ affective commitment to the mentor role: Role clarity, self-efficacy, mentor education and mentor experience as antecedents

E Lejonberg, KA Christophersen International Journal of Evidence Based Coaching and Mentori... 2015

Mentors’ commitment to the mentor role is assumed to affect the quality of mentoring. Although studies have examined affective commitment as a potential source of favourable outcomes in work life, not much has been written about mentors’ commitment to their role as mentors. Based on social exchange theory, this article provides additi...

Cites in Google Scholar: 47
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The impact of training, mentoring and coaching on personal learning in the sales environment

S Bradford, B Rutherford, S Friend International Journal of Evidence Based Coaching and Mentori... 2017

Training, mentoring, and coaching are all tools used to manage and enhance the performance of the sales force. However, little is known about the interplay between these learning tools and the extent to which a salesperson applies the knowledge, skills, and abilities acquired in training on the job, defined as learning transfer. Using a s...

Cites in Google Scholar: 40
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Mentoring relationships in sport from the protégé’s perspective

J White, P Schempp, B McCullick, B Berger, J Elliott International Journal of Evidence Based Coaching and Mentori... 2017

This study explored mentoring relationships in sport from the perspective of the protégé. The project was guided by contemporary mentoring theories as framed by Kram's Mentor Role Theory (Kram, 1985). A convenience sample of 230 volleyball coaches was recruited for this study. Data were collected using the Coaches Mentor Role Instrument...

Cites in Google Scholar: 29
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